MULTICULTURAL NEGOTIATIONS QUIZ
By Michael Soon Lee, MBA – Copyright © 2006

1. People from which country tend to be the most proficient negotiators?

Germany
England
The United States
Mexico

2. People from which country are likely to take the longest to get down to negotiations?

Canada
The United States
Japan
Mexico

3. People from non-negotiating cultures are most likely to negotiate over:

Jewelry
Clothing
Food
Cars

4. People from negotiating cultures are most likely to negotiate over:

Jewelry
Clothing
Food
Cars

5. The first thing savvy negotiators should do at the start of the bargaining process is:

Build rapport
Introduce yourself
Do research
Get to the bottom line

6. The reason Americans are rather poor negotiators compared to the rest of the world is:

We don’t often get a chance to bargain
It is a trivial matter
It is beneath us
It’s embarrassing to us

7. The best way to build rapport in negotiations is to talk about:

The item the parties are bargaining over
The price of the item
The terms of the purchase
Anything except the subject of the negotiation

8. Another way to build rapport quickly is to:

Use the other party’s first name
Give strong eye contact
Sit back relaxed in your chair
Smile

9. The Japanese are least likely to say which word during negotiations?

Yes
No
Maybe
Later

10. For which group is a negotiating deadline likely to be the shortest?

Mexicans
Asians
Americans
British

11. In cross-cultural negotiations the practice of continuing to bargain after a contract has been signed is:

Unethical
Unthinkable
Standard practice
Rare

12. Giving strong eye contact during multicultural negotiations is:

Necessary
Questionable
Unnecessary
Common courtesy

13. The group that is mostly likely to stand or sit closest during negotiations is:

American
Japanese
British
Middle Eastern

14. The group that is most likely to be prompt for a negotiation session is:

Japanese
Mexican
German
American

15. The group that is most likely to be late for a negotiation session is:

Japanese
Mexican
German
American

16. In which culture should a gift be given before negotiations begin?

Japanese
Mexican
German
American

17. In which culture would negotiation issues most likely be taken in a step-by-step logical order?

Middle Eastern
Mexican
Chinese
American

18. In which culture would issues most likely be discussed simultaneously?

Middle Eastern
Mexican
Chinese
American

19. In which culture would data and information likely be the most important factor in negotiations?

American
German
South American
Canadian

20. In which culture would relationships likely be the most important factor in negotiations?

American
German
South American
Canadian

21. Which group would probably be the least animated during negotiations?

Japanese
German
Mexican
American

22. Which culture is most likely to use group decision-making during negotiations?

Japanese
German
Canadian
American

23. When negotiating with Asians you will learn the most about your opponents from:

Facial expressions
Words spoken
Gestures made
What is not said

24. When Asians smile constantly during negotiations it probably means:

The process is going well
They have unanswered questions
They like you personally
They like you professionally

25. When there is an uncomfortable lull in the conversation you should:

Ask about something trivial
Look the other party straight in the eye
Allow the silence to linger
Ask about an important point of the negotiations